Are you dreading that first call? Here is an important and invaluable trick I learned when I was new in my career as a life insurance salesperson.

Are you in a slump and not selling effectively? Here are important tips that will help you reverse that and start succeeding again.

Do you know the number one reason why sellers don't close deals (the answer might surprise you)? It's simply because we don't ask for the business

What's the secret to hitting your growth target? A lot of companies this year are predicting bold growth and setting huge targets for sales reps.

When it comes to sales prospecting and sales networking, imagine there is no marketing department. In uncertain times, you must double down on...

What's the best way to broaden your contacts? When you give buyers a choice and show that you want them to stay included in the conversation, they will open...

If you want to differentiate your value and successfully sell in a chaotic market, you have to create an apples-to-oranges comparison.

Are you making this crucial mistake? It’s a common and critical mistake I see sellers make during these chaotic selling times.

Team selling has numerous benefits. One of those benefits, in particular, will impress clients and help differentiate yourself from the competition.

Simply put, when things are chaotic and your customers are in crisis, you need to show up with force. Here’s what that entails.

Most salespeople don’t listen. They simply stay quiet and wait their turn to talk or pitch. That’s not in the best interest of the customer. Here are two...

If you’re struggling in a market you’ve traditionally sold into, look for adjacent markets, ask for referrals to a different side of the business, and...

Losing customers is an age-old problem in sales. But in today’s marketplace—at a time when prices are climbing and supply chains are tight—this issue has...

I recently asked a client—who’s a very successful seller—how he was thriving in today’s marketplace. His answer was simple and powerful.

Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask...

Are you converting intangible benefits into tangible ROI? Your ability to master this skill determines whether you’ll consistently be successful...

One of the shifts we’re noticing in today's marketplace involves the move to inside sales. Field sales reps are doing more inside sales than ever before.

Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local...

Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there's great interest in my...

How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a...